How To Realize The Corporatization Operation Of Dealers

Discussing the topic of "how to realize the operation of a company" is caused by two trivial things: the first thing is a friend of a dealer in Henan, who is deeply trapped in the confusion of family management now. He realizes that he will be eliminated if he doesn't realize the operation of the company. But the operation of the company is not a matter of speaking. He doesn't know where to start. The second thing is that a county dealer asks me to help him find out the general agent in the Yanghe River and distribute it, so I send the information to the general agent in Henan.

After two days, I asked the general agent of the Yanghe River, how did it go?

The general agent said that there was no negotiation, because they asked distributors not only to have networks, but also to have at least professional finance, professional delivery trucks and professional salesmen.

　　公司化運作的前提 

Many dealers can do well when they are small, but once they are on the scale, they are somewhat powerless.

The root of the problem is that a company needs four roles: investors, operators, managers and professionals. In the early days of the business, dealers carry several people to do business. They can usually assume these roles and undertake many roles such as purchasing, warehousing, drivers, accounting, business and so on. But the scale is large. If so, it is obviously unable to meet the needs of development.

Therefore, in order to realize the operation of the company, dealers must first relocate themselves.

Positioning itself is based on the development stage of the company.

We believe that if the scale is smaller and at the stage of development, dealers should be positioned as investors and operators, focusing mainly on business and paying attention to profits, including product selection and market operation, rather than deep management.

A friend of a dealer in Hubei said that he had made such a mistake: he had always thought that management had been done well and business was going on naturally.

Therefore, he almost manages everything for employees, such as seeing an employee lazy, and he also wants to go up and say two sentences.

Then there was something that touched him very much. Last year, twenty-nine was the last day before the company's holiday. He saw that everyone was anxious to go home, and he didn't put his mind on his work.

Instead of sitting there, he might as well organize an activity, so he asked everyone to play cards.

After a few minutes, Xiao Li ran over and said, "boss, I will not fight. I might as well go back." the dealer thought about it, so he let Xiao Li go first.

Seeing Xiao Li slipping away, many people looked for reasons to ask the dealer to ask for leave, and finally they didn't play poker.

Later, the dealer reflected that he was too concerned about the details of management, and neglected that his focus should be on how to increase the company's profits.

So he changed his way of doing things. When he saw the employee lazy, he called the head of the business to the office and said, "manager Wang, the staff management must be grabbed."

By organizing activities at the end of the year, he told the director of the office, "director Zhang, we should organize activities at the end of the year. Remember that you can participate in the activities.

Taking time out, the dealer is visiting factories to study the channel construction.

Now management is the bottleneck of distributors, but it does not mean that management is the core work of distributors. If there is no profit, then how to manage is invalid.

The prerequisite for realizing company operation is to define its own position and not to be corporatization for the sake of corporatization.

Another prerequisite for the realization of corporatization is to abandon family management.

It can be said that one obstacle to the realization of the corporatization of many dealers is family management.

In the early days of business, joining relatives and friends did speed up the original accumulation of dealers, because this form of organization is efficient and easy to manage.

To the stage of corporatization, this mode is largely counterproductive.

Zhao manager of Hebei felt deeply about this. He said that the current business is not good enough compared with that before 2002, mainly because the manufacturers operated in 2002 were not standardized. For example, they produced 300 000 to make 1 million of the market, and dealers could earn money by closing their eyes, mainly to earn manufacturers' fees.

Now the situation is different. The manufacturers have standardized, and there is a proportion to what support. Dealers are now operating in a meager profit.

Think this is a normal thing, because no one will throw money in a confused way.

In 2002, many of Zhao manager's company were relatives and friends, at this time, everyone was rich, but with the manufacturer's standard, money was not good, the manager gradually let relatives and friends out of the company, because not so change, the company will die sooner or later.

Over the past few years, Zhao has seen too many colleagues die, including some of them who have done a lot, and have failed in management. They have beaten themselves.

Zhao believes that the most difficult to manage is not a relative, but a friend, because relatives have problems to say, but friends are embarrassed because of their faces.

Zhao hoped his friends could make money and develop, but this is not the case.

He assigned some markets to his friends, but they put their money in their pockets and did not use it in the market.

This makes Zhao realize that in order for the company to operate well, we must eliminate these people.

So he worked out a performance appraisal system, and those who failed to meet the requirements were dismissed. Then he introduced a professional manager to manage his company affairs. After this personnel adjustment, Zhao's company gradually embarked on the track of corporatization development.

　　公司化運作的保障 

The above is the pformation of the company's operation and dealers themselves: repositioning and clearing the obstacles. After these two prerequisites are fulfilled, there must be personnel and organizational guarantee.

In fact, dissecting the dealer company, we find it very simple: there are goods, a house (office, warehouse), staff, goods and houses can not move, so how does the company operate?

To put it bluntly, let a group of people sell wine for you.

Therefore, the core of company operation is the operation of personnel, and the guarantee of company operation is the guarantee of personnel.

Specifically, the distributor company has the following contents than a reasonable staff composition.

These people are equipped with the responsibility of the post, so the distributors will maintain their normal operation. At this point, the distributor will have time to consider how to make the company run faster.

Now some distributors also set up departmental organizations according to channels. How to make these departments coordinate development is the key to the operation of the company.

To this question, the practice of a distributor in Chengdu is worth learning from: the company acts as an agent and a franchised store, but it is well-organized.

Hu manager of the company believes that only the coordination of the whole team (global brand network) can make the team play the highest efficiency in the operation of the store.

His team organization consists of planning department, marketing department, manager office, personnel department, logistics department, finance department and so on. Usually they perform their duties, but if they are the company's behavior, they will work together.

For example, opening a special store, the location of the storefront, the surrounding market environment, the volume of passenger flow, the initial sales estimate, the size of the storefront, the purchasing power and so on need to be comprehensively evaluated by the planning department and the finance department in the early stage of investment, and then the comprehensive analysis of the preliminary plan is made by various departments.

If a comprehensive assessment is carried out, it is agreed that the plan can be implemented by the marketing department, and the logistics department will assist in the unified allocation of resources so that the effective resources of the company can be reasonably utilized.